Note: The job is a remote job and is open to candidates in USA. Koch Companies is seeking a Dedicated Regional Sales Manager who must reside in Georgia or Tennessee. This role is responsible for identifying, securing, and maintaining new business opportunities while collaborating with internal teams to provide tailored transportation solutions and contribute to the company's growth in the dedicated fleet and transportation sector.
Responsibilities
- Identify, pursue, and maintain a pipeline of potential customers through prospecting, networking, and referral activities to meet or exceed established quotas
- Identify, qualify, and develop new business opportunities specific to the markets within the assigned territory
- Prepare and lead contract negotiations for new business, effectively addressing customer objections and concerns
- Follow up on lead generation through sales calls and ensure timely account management
- Develop and execute processes and sales activities designed to retain and grow current customers in the territory
- Collaborate with the Operations team to enhance the overall customer experience
- Work closely with Pricing, Operations, and Marketing teams to develop and implement strategic and tactical marketing initiatives for the assigned territory
- Collaborate with the leadership team to develop accurate sales forecasts, budgets, and regional plans
- Build and maintain strong relationships with internal and external customers at all levels
- Develop a comprehensive understanding of the customer's business model and unique challenges
- Represent the customer's position during negotiations to key members of the Koch Trucking negotiation team
- Stay informed about the latest industry trends, products, and technologies
- Maintain expert knowledge of transportation principles, including logistics of freight movement
- Utilize industry-specific knowledge and experience in dedicated fleet and/or transportation management to provide valuable insights to customers
Skills
- Bachelor's degree in Business, Marketing, Transportation, or a related field
- Minimum of 3 years of successful sales experience involving competitive analysis, strategic planning, and negotiation
- Industry-specific knowledge in dedicated fleet services and transportation management
- Extensive knowledge of dedicated fleet services and transportation management
- Deep understanding of transportation principles and freight logistics
- Familiarity with the transportation markets in assigned region
- Proven ability to identify, qualify, and develop new business opportunities through effective prospecting
- Strong negotiation skills to address customer objections and close deals
- Experience in developing and executing strategic sales plans aligned with business objectives
- Exceptional ability to build and maintain strong relationships with internal teams and external customers
- Skilled in managing partnerships and influencing stakeholders to achieve mutual goals
- Ability to develop strategic partnerships and long-term business strategies
- Strong problem-solving skills and capacity to collaborate with cross-functional teams
- Excellent verbal and written communication abilities
- Effective in presenting information and representing the company professionally
- Highly self-motivated with strong organizational skills
- Ability to work independently, manage multiple priorities, and meet deadlines
- Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
- 5+ years of successful sales experience in dedicated fleet services and transportation management
- Experience working with major clients in the transportation industry, particularly within regional or multi-market territories
- Proficiency with advanced Customer Relationship Management (CRM) software for effective account management
- Familiarity with sales analytics tools and software
- Knowledge of advanced sales methodologies and techniques
- Experience with CRM software
Company Overview